Sales Development Representative (WEST)

About First Due

First Due’s mission is to prevent first responder injury or death by providing fire and EMS agencies with transformative, end-to-end software solutions that empower them to run safer, smarter, and more effective operations.

Job Title: Sales Development Representative

Location: Remote - US Only
Country: United States
Department: Marketing
Reports To: Sales Development Manager
Position Type: Full-Time
Salary: $75,000

Job Summary:

As a Sales Development Representative, you fuel First Due’s pipeline. You move fluidly between outbound and inbound motion — running multi-touch sequences against target Fire and EMS agencies one moment, and converting a demo request, webinar registrant, trade-show lead, or live chat conversation the next. Across both motions, your job is the same: turn signal into a real conversation, qualify it, and hand the Account Executive an opportunity worth winning.

This is a senior SDR seat. We are looking for someone with proven cold-calling chops, real resilience, and the discipline to hit activity numbers in a remote, high-growth environment.

Key Responsibilities:

• Run outbound prospecting at volume: Execute multi-touch sequences across cold call, cold email, and LinkedIn against a defined target account list each week
• Work inbound leads with speed: Respond to demo requests, content downloads, webinar registrants, trade show attendees, and live chat conversations within agreed SLAs. Speed-to-lead is part of the job.
• Build the account view: Use tools like ZoomInfo, NationGraph, Starbridge, and Pursuit to identify agencies in-cycle, map buying committees, surface trigger events (budget cycles, leadership changes, new initiatives), and personalize outreach.
• Own live chat: Engage in real time via Qualified, route serious buyers to the right next step, and capture context so nothing gets lost in the handoff.
• Run real discovery: Qualify on role, agency size, current systems, pain, fit, urgency, and authority — then book qualified meetings for the appropriate Account Executive. A meeting only counts if the AE inherits a real opportunity.
• Partner with AEs on territory plans: Co-own target account lists, share intel, and align prospecting motion with the AE’s strategy for the region.
• Close the loop with marketing: Share lead-quality feedback, campaign signals, and prospect language back to the marketing team so we keep getting better at the top of the funnel.
• Maintain CRM discipline: Keep activity, account notes, lead statuses, and opportunity context current in Salesforce, with HubSpot used for sequencing and engagement tracking.
• Hit and exceed your numbers: Consistently meet or surpass KPIs around outbound activity, inbound response time, qualified meetings booked, and pipeline contribution.
• Know the market: Maintain a working understanding of the Fire and EMS landscape — incumbents, funding sources, buying cycles, and the operational pain points that drive change. 

Qualifications:

• 2+ years of sales development experience in SaaS or a comparable B2B environment, with a documented record of generating meetings and pipeline.
• Proven cold-calling chops. You are comfortable on the phone with senior decision-makers, you handle objections cleanly, and you do not get talked out of the meeting.
• Resilience and consistency. You can take a hard no on call 30 and dial call 31 with the same energy. You hit your activity numbers because you actually do the work.
• Strong written and verbal communication. You write cold emails that get replies, and you can hold a confident, helpful conversation with a senior public safety leader.
• Comfortable across the full motion. You can run cold outbound sequences in the morning and convert an inbound demo request or live chat in the afternoon without missing a beat.
• Proficiency with Salesforce and HubSpot for pipeline management, sequencing, and engagement tracking.
• Hands-on experience with sales intelligence and prospecting tools such as ZoomInfo, NationGraph, Starbridge, and Pursuit, or comparable platforms used to surface in-market accounts.
• Familiarity with live chat platforms such as Qualified is a plus — we will train you on our stack.
• Self-directed operator. You can plan a week of work, manage a pipeline without hand-holding, and ask for help when it actually moves the number.
• Organized and process-disciplined, with strong time management across multiple sequences, accounts, and stakeholders.
• Familiarity with Fire, EMS, or public safety operations — whether through prior employment, volunteer service, or close exposure — is a plus, not a requirement.

For US-based Roles
All applicants must be authorized to work for any US employer in the United States. Locality Media LLC is unable to sponsor or transition sponsorship ownership of employment visas at this time. Hiring is contingent upon candidates successfully passing a criminal background check. As part of the I-9 verification of authorization to work in the US, Locality Media participates in E-Verify.

Physical Demands and Work Environment
This role is fully remote with minimal travel expectations at this time. Reasonable accommodation may be made to enable qualified employees and applicants to perform the essential functions as outlined above. If you require an accommodation during the interview process, please reach out to people@firstdue.com.

Working at First Due
First Due offers a comprehensive compensation and benefits package for eligible employees, including competitive pay, medical, dental, and vision coverage, FSA/HSA, 401(k), flexible PTO, a fully remote workplace, a technology stipend, opportunities for advancement, and other benefits and perks that sets our team apart. Visit www.firstdue.com to learn more.

If you are a resident of a state requiring wage transparency, please reach out to people@firstdue.com for a reasonable estimate of annual base compensation and any eligible incentive compensation. The actual compensation offered to successful candidates for roles may be higher or lower, based on non-discriminatory criteria including but not limited to relevant professional experience, geographic location, knowledge, skills, and abilities. This range will be reviewed on a regular basis.

First Due is an equal opportunity employer. We do not discriminate in any aspect of employment on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status, or any other protected status or class. We are committed to promoting an environment of respect, acceptance, diversity and inclusivity, and equal opportunity. Discrimination and harassment of any type in any form will not be tolerated.

When you apply for a role at Locality Media, LLC d/b/a First Due, we collect personal information such as identifiers (e.g., name, email, phone number), professional and employment information, education information, and information you provide in your application materials. We use this information to evaluate your candidacy, communicate with you, and manage our recruiting process. We may share this information with our service providers who assist with recruiting and background screening. We do not sell or share applicant personal information for cross-context behavioral advertising. We retain applicant information in accordance with our data retention policies. California residents have rights under the California Consumer Privacy Act (CCPA), as amended by the CPRA. For more information, please review our Candidate Privacy here.